Univera Abundance
Week 2
“The Money is in the FOLLOW UP”
Last Week
• We covered the 4 Stages of Business
Development
– Formulation, Concentration, Momentum and
Stability
• We introduced the 10 before 10 principle
• We asked everyone to take on writing out
their 10 priorities before they go to bed
Review of Last Training How to
Follow Up like a Master
• If you were not there or did not watch it,
schedule the time right now to go and watch the
replay here: http://radicalideas.ca/10-weeks-tofollow-up-mastery/
• Actions will ALWAYS speak louder than words.
• Every time you pick up the business card of a
contact - that contact has an intrinsic value to
you based on the per 100 contacts ratio.
• Each new customer, client or distributor has a
"lifetime value" score
•Once you figure that out - you can be crystal
clear on what the value of each and every single
contact you make is (This can range depending on
the "lifetime value" score)
•There are 6 distinct actions that you should be
taking to follow up with Each and Every person
you meet
•Having a CRM (Customer Relationship
Management) tool for keeping track is vital - OR
at least have a spreadsheet! We recommend
Highrise HQ because you can use if for free until
you have 250 contacts. For more information on
the program Click Here. If you look right below
the "paid" plans, in small writing, it shows the link
for signing up for the free plans.
•When you do EACH and EVERY action with
each contact you will be guaranteed a
minimum number of results. That minimum
number of results goes up depending on your
personal skills. As they increase. The
number of sales also increases.
•Action #2 is Send a Card. I use Send Out
Cards which you are welcome to try for
free. Just go to www.cardsbyshawn.com I
pay $31 per month and have enough points
to send a least 1 card a day that way. It
costs me .62 cents plus postage. Do
whatever works for you - but make sure they
get something hard copy in the mail - it
makes all the difference.
•For a previous recording of the entire PREP Call
for the "10 Weeks to Follow Up Mastery" Game
you can CLICK HERE. You will also find a copy of
the slides used in last night's presentation there.
•Please respond by email if you intend to play the
game so we can add your information to the cue
•You can join the linked in group here: 10 Weeks
to Follow Up Mastery LinkedIn Group
•Sharing – What did you get from that….
10 – 10 Principle
• Breakthroughs and Breakdowns
• Tweaking it to suit your purpose
• The Power of Must Meets
My Must
Meets
Michael Oliver – Tip of the Week
The Four Principles of Natural Selling
1. Helping other people solve their problems
2. Listening to what is being meant, not just what
is being said
3. Asking the Right TYPES of Questions at the
Right Time
4. Feeding back what you THINK you Heard
them want
Each week we will review one of his concepts and
brainstorm actions
You communicate using dialogue and “Heart to
Heart” Communication.
Dialogue is used within the 5 Stages of
Conversation Framework
1. Stage I – Connecting
2. Stage II – Discovering and Listening
3. Stage III – Transitioning
4. Stage IV – Presenting
5. Stage V – Committing and Supporting
Facebook Tip of the Week
• The pictures and content on someone’s
social media tells you why they are there
• The pictures and content on YOUR page
tells others why YOU are there
• Everyone has a recognizable agenda
• Take a look at your facebook profile and
see what kind of message you are sending